ORLANDO, Fla., June 12, 2013 /PRNewswire/ -- Alinean, empowering B2B sales and marketing to better communicate and quantify the value of solutions to frugal buyers, today announced ValueStory™, a new guided value selling App and Platform to turn an iPad into a more provocative sales tool.
"Prospects have become more empowered, skeptical and frugal, and as a result, if you want to be an effective seller, you can't deliver the same old boring PPT presentations," says Tom Pisello, CEO and founder of Alinean. "ValueStory creates more powerful value-focused conversations, combining interactive storytelling with benchmark-driven financial justification tools, to engage prospects on their challenges and the real value proposed solutions can deliver."
Alinean's ValueStory starts with traditional PPT content, using an integrated Builder program to transform these traditional presentations by adding:
- Intelligence – Specifying smart rules for presenting the right content based on who you are presenting to, their challenges, objections and other unique aspects about a particular selling situation,
- Interactivity – Adding engaging surveys, assessments and cost, benefit, ROI and TCO calculators to provide prospects with value messaging and financial justification as to: "Why Change?", "Why Now?" and "Why Your Solutions?",
- Insights – Collecting real-time customer intelligence from each and every engagement, aggregating peer benchmarks to present in subsequent engagements, while dramatically expanding the knowledge about what customers value and what works in each sales opportunity.
The transformed PPTs are run on the ValueStory Player App (installed on the sales professional's iPad) and are used to revolutionize the customer engagement.
The ValueStory Player App, although run in customer engagements without an Internet connection, synchronizes with the ValueStory Database and Administration components for benchmark metrics, customer intelligence, usage reporting, identity and access management and CRM integration.
"According to our research the number one issue preventing B2B sales professionals from achieving quota is the inability to articulate a compelling and relevant value message," says Jim Ninivaggi, Sales Enablement Services Director for researcher SiriusDecisions. "We see Value Actualization Tools that help a rep not only articulate value but quantify it, as a terrific sales enablement tool to help solve this issue. Deploying these tools on tablets allows the rep to have a value driven conversation with buyers, as opposed to a 'canned' presentation."
Commenting on their recent ValueStory implementation, "Modern sales teams need modern tools in order to drive selling success," says Brian Klansky, Senior Director Business Development – Major Channels, with ShoreTel. "Alinean's ValueStory turns the iPad into a powerful customer engagement tool, helping our sales teams and channel partners deliver more provocative, insight driven 3-foot conversations focused not on our products, but on our prospect's challenges and the significant bottom-line impact we can deliver."
The ValueStory consists of an installed iPad App with a Software as a Service (SaaS) backend, and is licensed on a per sales rep per year basis. A typical engagement also includes an initial customization service. The ValueStory App can be downloaded by clicking here. More information about ValueStory can be found at http://NoPPT.com.
Alinean empowers B2B vendors to Fight Frugalnomics and sell to today's economic-focused buyer via the development and delivery of interactive value selling and marketing tools. Alinean-powered interactive white papers, benefit estimators, ROI / TCO calculators and ValueStory™ iPad App create more compelling value-based connections, presentations and proposals — generating more demand, challenging the "do-nothing" buyer into action, accelerating sales cycles and increasing deal size.
Leading B2B firms leveraging Alinean tools include: HP, IBM, Microsoft, Dell, Intel, OfficeMax, IDC/IDG, AT&T, BMC Software, Siemens, NetApp, Citrix, Cisco and SolidWorks.
Learn more at http://www.alinean.com, or calling 407.382.0005.